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Actionable Insight into Sales Can Improve Revenues and Drive Base Growth
[April 12, 2007]

Actionable Insight into Sales Can Improve Revenues and Drive Base Growth

TMCnet Contributing Editor
Every organization that relies on sales revenues to drive their success must continually search for ways to improve sales performance. This improvement should more than just increased sales; it must also be proactive activities that identify issues, diagnose causes and develop targeted action plans to improve results. Such activities can help to not only secure new accounts, but to actively protect the base.

In its recent white paper, Delivering Actionable Insight Into Sales, Oracle (News - Alert) discusses how customer relationship management solutions can produce best practice situations when implemented and executed properly. It also clarifies how these organizations deliver actionable insight into sales.
This white paper explores the common challenges that organizations face when trying to deliver actionable insight into sales. The most common obstacle to gaining this insight is the dated information available in the database. This information can be so old that any changes made are too late to make a difference.
Oracle presents a compelling argument in this white paper regarding the use of the Siebel CRM On Demand. With such a program, every member of the sales team has access to the critical information and insight necessary to identify opportunities and challenges, diagnose causes and develop targeted action plans to achieve improved results.
This white paper also presents key lessons for delivering actionable insight into the sales team and the implications of each one. These lessons include such concepts as the sales analytics must extend across the organization; all members of the organization requires sales analytics specific to their role; salespeople need an easy and intuitive way to interact with information; and salespeople need access to critical real-time information.
This white paper provides valuable information in a short and easy-to-read format. Access the link above to read the white paper in full and determine for yourself if this information can lend in improving your sales organization.
Susan J. Campbell is a contributing editor for TMC (News - Alert) and has also written for To see more of her articles, please visit Susan J. Campbell’s columnist page.
Want to learn more about sales analytics? Then be sure to check out TMCnet’s White Paper Library, which provides a selection of in-depth information on relevant topics affecting the IP Communications industry. The library offers white papers, case studies and other documents which are free to registered users. The papers are authored by industry leaders, who, in turn, receive qualified sales leads from interested parties. Check here for the latest in CRM information.

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